It provides about effective negotiation

1. NegotiationSkills

2. Prophet Muhammad undertook negotiations with the Quraysh and consequently a peace treaty was drawn up between them, which would curtail fighting for ten years. The Quraysh
included some stipulations in this treaty that – at the outset – went glaringly against the interest of the Muslims, and blatantly in favor of the Quraysh. A few of these conditions were: –
The Muslims would return to Madinah that year and return the next year to perform `Umrah, but only for three days – That they would return to the Quraysh any Muslim who
fled to Madinah from Makkah; – Any Muslim who came to the Quraysh from Madinah would not be returned. The final, most coveted, condition was that there would be no
fighting for ten years.
Prophet Muhammad displayed exemplary patience when negotiating the peace treaty at Al-Hudaibiyah with the Quraysh delegates who came to talk to
him. For example, when the rather impudent `Urwa ibn Mas’ud, a main leader of the Quraysh, was talking to him, he became disrespectful towards the
Prophet, and tried to pull at his beard. The Prophet did not retaliate. The Prophet had the bigger picture in mind – that of the welfare and success of Islam
– which is why he displayed forbearance, and overlooked all personal attacks the Quraysh made against him. He wanted to facilitate a truce, and
culminate a treaty that would allow Muslims to regain entry into the central, sacred city of Makkah, thus enabling Islam to spread and grow according to his
mission.
Consulting the Wise Wife Dealing with a demoralized crowd of sad and unresponsive followers for the first time, who did not do as he was telling them to
do (i.e. to exit ihram and slaughter their animals), the Prophet withdrew to his wife, Umm Salamah, and confided in her about this novel predicament. Umm
Salamah said: “O Prophet of Allah, is that what you want? Go out and do not speak a word to any one of them until you have slaughtered your sacrifice
and called your barber to shave your head.” When he did that, they got up and offered their sacrifices.
Umar ibn Al Khattab came and said: “O Allah’s Messenger! Aren’t we in the right and our opponents in the wrong?” The Prophet said, “Yes.” Umar said,
“Aren’t our killed persons in Paradise and theirs in Hell?” He said, “Yes.” Umar said, “Then why should we accept hard terms in matters concerning our
religion? Shall we return before Allah judges between us and them?” Allah’s Messenger said, “O Ibn Al-Khattab! I am the messenger of Allah, and Allah will
never degrade me.” Then Umar went to Abu Bakr and told him the same as he had told the Prophet. On that, Abu Bakr said (to Umar), “He is the
messenger of Allah and Allah will never degrade him.” Then chapter Al-Fath was revealed and the Prophet recited it to the end in front of Umar. On that
Umar asked: “O Allah’s Messenger! Was it a victory?” Prophet Muhammad said: “Yes”. (Al-Bukhari and Muslim)

3. Introduction
 Negotiation is an art that must be mastered to
assure fairness and satisfaction. And that
means no one has to go home a loser.
 It involves understanding the needs and
interests of all parties and finding mutually
beneficial solutions.
 Negotiation skills are crucial in business
settings for securing favorable deals,
contracts, and partnerships.
 Effective negotiation can lead to cost savings,
increased profits, and improved business
relationships with clients, suppliers, and
stakeholders.
 Negotiation skills are applicable in everyday
situations, such as purchasing goods and
services, resolving disputes, and navigating
social dynamics.
 Whether haggling over prices at a market or
persuading a friend to choose a restaurant,
negotiation skills are indispensable in daily
life.

4. Win-WinSituations
“Negotiation is not just about winning, it’s about win-
win.” Mark McCormack in his book “What they Don’t
Teach You at Harvard Business School,”
He wrote: “I find it helpful to try to figure out in advance where
the other person would like to end up – at what point he will do
the deal and still feel like he’s coming away with
something. (Reverse Engineering – Be clear what is expected )

5. Conduct research and gather information: Researching
the other party’s background helps you understand how it
operates, its internal culture, and what affects them the
most. This informs you of their strengths and weaknesses,
enabling you to take advantage of both aspects during
your negotiations. You can better anticipate how they’re
going to respond to your proposals.
Understand the other party’s priorities: The other party
in the negotiation also has an interest in coming to an
equitable agreement, or else they wouldn’t have engaged
in negotiations in the first place. However, their priorities
may be different from yours, which is why negotiations are
important.
Define goals and desired outcomes: Defining or setting
goals is an important part of your negotiation preparation.
Be sure and confident that your stated goals are
achievable and well-defined, and be concise. Going into a
negotiation without being absolutely sure of what you want
can result in you getting less than you’re seeking.
Identify potential concessions: You need to identify
potential concessions you’re willing to give, as they can
help close the deal sooner rather than later. Make sure
that the concessions you offer are ones that won’t weaken
your position or give the appearance that you’re trying to
play hardball. This is one of the negotiation tips that can
lead to poor results if you’re not careful.

6. Preparation
Thoroughly research and gather information about the negotiation context.
Set clear and achievable goals aligned with organizational objectives.
Developing Emotional intelligence is crucial for managing emotions during negotiations.
Understanding and controlling your emotions, as well as recognizing and empathizing with
others' emotions, can lead to better outcomes.
Active Listening
Demonstrate genuine interest and attentiveness to the concerns of all parties involved.
Utilize active listening techniques to ensure mutual understanding and build rapport.
Flexibility
Remain open-minded and adaptable throughout the negotiation process.
Be willing to explore alternative solutions and consider trade-offs.
Effective Communication
Clearly articulate ideas, interests, and concerns using respectful language.
Foster open dialogue and address any misunderstandings promptly.
Win-Win Solutions
Strive to create value and find solutions that benefit all parties involved.
Adopt a cooperative mindset to maximize joint gains while preserving relationships
PrinciplesofNegotiation

7. Types of Negotiation
Competitive: Competitive negotiation consists of getting
the most for yourself at the expense of the other party. It’s
also known as being aggressive, defensive, or assertive
because you have a need to win.
Loss Aversion: The pain of losing 1000 Rs could only be
compensated by pleasure of earning 2000 Rs.
Collaborative: The collaborative style of negotiation
involves creating a pleasant working atmosphere with the
other party and keeping each other’s goals in mind.
There’s a desire to strike a balance between the two of
you and meet each other’s needs in an equitable fashion.
Accommodative: Accommodative negotiation
intentionally puts you at a disadvantage with the other
party from the start of the process. You’re not seeking to
win so much as you’re looking to make an apology or give
a sweetheart deal for a more balanced one in the future.
This prioritizes relationships and high co-operation.
Avoidant: The purpose of an avoidant negotiation strategy
is to avoid conflict by ignoring the issue at hand. It’s also
known as a passive-aggressive style and sometimes
happens when the other negotiator is competitive or
aggressive.

8. Anchoring
It involves stating your initial offer, such as a dollar amount or price, to show what you’re
looking for. The first piece of information you provide the other party serves as an anchor that
can influence the subsequent negotiation process.
Framing
Framing is supplying a justification or reason as to why you feel you should be given this
amount. Through effective framing, you can emphasize certain aspects while downplaying
others to influence how the other party perceives and responds to the information. Together,
anchoring and framing can serve as an effective negotiation tactic.
Mirroring:
Discussing the technique of mirroring as a means of building rapport and fostering
connection.
Emphasizing its role in enhancing empathy and trust between negotiating parties.
PrinciplesofNegotiation

9. BATNA
A best alternative to a negotiated agreement (BATNA) is a course of
action that a party engaged in negotiations has determined should be
taken if talks fail and no agreement can be reached.
1.List all alternatives if your current negotiation ends in an impasse.
2.Evaluate your alternatives based on the value of pursuing an
alternative.
3.Select the alternative action(s) that would have the highest expected
value for you.
4.After you have determined your BATNA in Step 3, calculate
your reservation value or the lowest-valued deal you are willing to
accept.
If the value of the deal proposed to you is lower than your reservation
value, you should reject the offer and pursue your BATNA. However, if
the final offer is higher than your reservation value, you should accept
the offer

10. EthicalConsiderations
Maintaining ethical conduct is essential in
negotiations. Upholding honesty, integrity,
and fairness is crucial for building trust and
credibility in professional relationships.

11. What Makes a Good
Negotiator?
Some of the key skills of a good negotiator
are
• the ability to listen
• to think under pressure,
• to clearly articulate their point of view,
and to be willing to compromise, within
reason.
• Successful negotiators think strategically,
anticipating the interests, preferences,
and potential reactions of the other party.
They develop and execute well-thought-
out negotiation strategies that maximize
their leverage and optimize outcomes.

12. Activities
1.Pair team members together and have them negotiate on a decision, such as allocating
resources for a project.
2.Divide the attendees into two teams.
a)Team A(SMA Design solutions) promotes to sell project lit automation software to Team
B(Right of Light Consulting)
b) Team B(Right of Light Consulting) begins to negotiate with Team A(SMA Design
solutions)